I'm hoping to pick your collective brains about sales books that may be of use in a particular situation.
One of my colleagues is struggling with getting one of her directs to carry out her sales activities without constant prompting and monitoring. The person in question is relatively inexperienced (2 years in sales, but in a very structured, predictable environment) and has joined our company about 6 months ago. Here, the sales process is quite different, the product is an intangible (advertising space) and everything must be tailored for each client. The whole process goes through media buyers, and a lot of follow-up and attention is needed to get them to present our somewhat unconventional opportunities to their customers. Now that she has had time to learn the company, and understand our sales process, the direct is still reluctant to act without being specifically instructed what to do and when, which is both inefficient and ineffective.
Part of it may be my colleague's fault, so I pointed her to the feedback model, delegation, coaching and one on one casts of Manager Tools, she is spending more time on helping her direct hone her skills, and is even considering further training for her staff, but we are also wondering if in addition there is some powerful or inspiring sales book that would help the direct move to the next level, and broaden her understanding of sales and the sales process.
I'd be most grateful for your recommendations.